Product, Marketing and Web Site Attributes Discrimanating Between Successful and Failed Internet Businesses

Abstract

This article is an empirical study of factors deemed significant in the context of e-business success or failure. Drawing upon the literature from the area of new business in brick-and-mortar (B&M) firms and the current e-business literature, an examination of the factors that lead to the success or failure of new B&M businesses is hypothesized in terms of new e-business companies. In an attempt to understand the marketing and managerial implications for the success or failure of an e-business, a total of eight subfactors composed of three main factors are included in the study. The main factors are product factors, marketing factors, and Web site design and efficiency factors. A national survey is used in addition to qualitative data gathered from in-depth interviews of managers and owners of e-businesses to validate the influence of these factors separating winners from losers. The study implications are discussed.

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